B2B Marketing and Sales (5 cr)
Code: 3041252-3001
General information
Enrollment
02.07.2019 - 04.10.2019
Timing
01.08.2019 - 31.12.2019
Number of ECTS credits allocated
5 op
Virtual portion
5 op
Mode of delivery
Distance learning
Unit
Engineering and Business
Campus
Location-independent
Teaching languages
- English
Degree programmes
Teachers
- Otieno Mbare
Groups
-
PINBOS17Degree Programme in International Business, Full-time studies
Objective
Student is able to
- Understand the nature and social dynamics within B2B environment
- Segment B2B markets and design marketing communication tools
- Understand nature of organization buying behavior
- Evaluate key elements in the sales process.
Content
- Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Teaching methods
e-learning tools, discussions, team work, and presentations
International connections
Experiential learning, inquiry-based, case studies, collaborative, reflective, constructivism, and integrative
Content scheduling
Segmentation strategies in B2B
- Organizational buying behavior
- Relationship marketing
- Sales forecasting
- The Personal Selling Process and key competence in sales force
Further information
For more information contact:
Dr. Otieno Mbare
Email: Otieno.Mbare@turkuamk.fi
Tel. +358 40 355 0175
Room (??)
Evaluation scale
H-5
Assessment methods and criteria
The grading system is between 1 - 5 where:
1 = Mediocre, 2 = Satisfactory, 3 = Good, 4 = Very good, 5 = Excellent
Consider active participation as necessary for your grades, 10%
Assignments constitutes 40% of your grade
Exam, 50%
Assessment criteria, fail (0)
- Quantity: the work is not completed and or;
- Quality: the minimum content requirements are not met
Assessment criteria, satisfactory (1-2)
Acceptable, but below average / Satisfactory:
- Research, thinking and communication are hardly acceptable
- Appear to grasp theory and have made a start in showing its applicability
Assessment criteria, good (3-4)
Satisfactory/Very Good
- Research, thinking, and communication are satisfactory (3);
- General understanding of theory and application in real-life context (4)
- Research, thinking, and communication are very good (4)
- Understanding of theory and applicability but work could be stronger (3)
Assessment criteria, excellent (5)
Outstanding:
- Mastery of theory and penetrating insights in real-life context;
- Outstanding research, thinking, and communication